http://richardreardon.com/wp Strategies for Business and Personal Success Mon, 16 Jul 2007 15:51:53 +0000 http://backend.userland.com/rss092 en Selling Results and Principles of Attraction. What is the link? It is no surprise that many people do not like to sell. Selling for many, feels too much like begging, pressuring or having to conduct "forced" conversation. This idea of having unwanted conversations with prospects is contrary to our nature. No ... http://richardreardon.com/wp/?p=19 “I really do not like prospecting - that’s just the way it is for me!” No one has ever quite said that to me but I believe it is how too many professionals think.  The problem with this outlook is that it locks you solidly into a cycle.  This is a cycle that ... http://richardreardon.com/wp/?p=18 Potential clients want to know only two things from you.  First: Can you help them? Second: How will you help them? ... http://richardreardon.com/wp/?p=17 It is no secret that your prospect will not act on your ideas if urgency on their part is low. If you are able to tap into your prospect's self interest, that's a fast way to increase their level of interest and urgency.  When your sales conversation is about the sales ... http://richardreardon.com/wp/?p=16 Prospective clients frequently ask: "How do we know if your program will be effective?" It is a fair question, one that we should expect and that we must be able to answer. My approach is to answer it before it is asked. Bring it up early in your discovery conversation. For instance, ... http://richardreardon.com/wp/?p=15 In our work as professionals, we encounter people who want to make changes. Our bottom line is to help improve something. The problem is that people may want change, but they do not want to change. To improve anything means that the client has to change. The idea of helping someone ... http://richardreardon.com/wp/?p=14 The more you can have your client describe the conditions that they want 'in the future", the more value you create for that client. As a sales person, the skill necessary is to learn how to go beyond the existing need as quickly as possible.  Many professionals dwell too long on ... http://richardreardon.com/wp/?p=13    While clients do not often ask directly for help to improve employees' performance, they do need it.  Since performance reviews continue to be a problem with employees and executives, you may want to be pro-active in suggesting this approach.   The mind set required is that the manager and employee will be ... http://richardreardon.com/wp/?p=12     If you have been coaching for a while, this will be familiar.  The client is under pressure from above to improve their leadership skill. You wonder if there is even a 1/2 of snowball chance of this person becomong a leader <g>. Instead of coaching "leadership", far easier to start much, ... http://richardreardon.com/wp/?p=11 Speed your growth? Here is one way. A great goal for your client is to have them Grow Beyond Their Current Role.  It is a sure way to expand and to learn. As coaches, we really need to be on the top of our game every day and with every prospect/client. Think ... http://richardreardon.com/wp/?p=10